Commitment to future interaction in marketing transactions.

Opening offer and frequency of concession as bargaining strategies.

1967 • 152 citations

The effects of information and magnitude of initial offer on interpersonal negotiation

1968 • 130 citations

Relationships with opponent and partner in mixed-motive bargaining

1971 • 63 citations

The effects of commitment to future interaction in single plays of three games

1974 • 18 citations

Effects of prior interaction, contact, strategy, and expectation of meeting on game behavior and sentiment

1971 • 17 citations

Negotiation in a marketing economy : a laboratory experiment on the effect of dependence and commitment to future interaction

1972 • 1 citations